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Has anyone ever been pitching you a product when one tiny thing that person said or did changed your mind? Have you ever been pitching a deal when you suddenly realized, “I've lost them”? What are the irritating things we do as salespeople that turn us from deal makers into deal breakers?

Let's take a look at some of the scenarios that can ruin our deals:

You don't follow up.

You change the parameters.

You don't know when to quit.

You take or give credit where credit isn't due.

You put down the competition.

You have no flexibility.

You're judgmental.

You promised something you can't deliver.

You can't address their concerns because you don't have enough information, permission, knowledge, or ability to think quickly on your feet.

You have not established a sense of “I have to have that.”

You said or did something they considered in bad taste.

You appeared cocky or overconfident.

You didn't prepare properly.

Close-out Sale

We had been in conversations with Bic Corporation to merchandise its pens in retail outlets such as Target, Kmart, and Wal-Mart when company representatives asked to come tour our offices. I made sure we had fresh coffee and rolls, and I was going to pick them up at the airport. I had their proposals printed in beautiful binders, and I had all the executives from my firm ready to meet theirs. I forgot one tiny detail, however.

When we got to our offices and sat down in the boardroom, I pulled a pen out of my purse to take ...

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learning paths, books, interactive tutorials, and more.